Channel Sales Manager - Retail (Integrators and Resellers)
About The Position
Panoptyc is the AI Loss Prevention partner for modern retail. We work with leading retailers, integrators, and technology partners to detect, deter, and document theft using state-of-the-art AI. Deployed across tens of thousands of locations, we are trusted by the largest retailers and food service operators in North America. Our partners choose Panoptyc because we help them win more deals, expand wallet share, and deliver measurable ROI to their customers. We are seeking a Channel Manager to own and expand our retailer integrator and reseller ecosystem. This role is built for a strategic mover who has a proven track record of selling through the channel and brings deep existing relationships across retail technology, security, and systems integrators. You will be responsible for the full lifecycle of the partnership: recruiting, enabling, managing, and growing revenue with regional and national integrators, VARs, and reseller partners. Your focus will be on grocery, convenience, big-box, specialty retail, and food service environments.
Requirements
- 5+ years of experience selling through channel partners in retail technology, security, or enterprise tech.
- You possess existing relationships with national and regional integrators, VARs, and resellers.
- Deep understanding of channel sales motions, partner economics, and retail buying cycles (LP, Ops, IT, Security).
- You thrive in fast-growing environments where structure is evolving and you can operate independently.
- Willing to travel as needed for partner meetings and industry-specific events.
Nice To Haves
- Background in loss prevention, video surveillance, computer vision, or retail analytics.
- Experience selling specifically into grocery, convenience, or big-box retail environments.
- Prior experience building or scaling a channel program from the ground up.
Responsibilities
- Own and execute Panoptyc’s retail channel strategy across integrators, VARs, and reseller partners.
- Identify and onboard new channel partners with strong footprints in retail and loss prevention.
- Drive revenue through joint account planning, deal registration, co-selling, and field support/ride-alongs.
- Serve as the primary SME for partners on commercials, pricing, product positioning, and competitive strategy.
- Work with Sales, Product, and Marketing to align incentives, launch new offerings, and improve partner deal velocity.
- Represent Panoptyc at industry events and trade shows, building long-term credibility as a strategic ally rather than just a vendor.
Benefits
- High-visibility role with the opportunity to shape a program, not just inherit one.
- Category-defining technology with massive traction and real-world ROI.
- Competitive compensation with significant upside tied directly to your success.
- A collaborative environment with strong partner demand and expanding opportunities.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
1-10 employees
